Cartoon Case - Japanese Negotiator

PART 1: YOUR ANALYSIS OF THE NEGOTIATION

1. In one or two sentences, explain why this negotiation is taking place. (2 points)

Japanese Company Gazi wants to sell its cartoon Ultra rangers to the US based television company WCHI.

2. List the items to be negotiated. If appropriate, feel free to go beyond those specified in the documents you received. (3 points)

Price of the cartoon

Number of runs made by the television

Financial terms

Other prices of agreement

3. List the PERIPHERAL elements (other than positions and interests) which may have an impact on the negotiation and explain why. These may include (but are not limited to) emotions, feelings, relationships, cultural variables, etc. (3 points)

Rating of the cartoon in USA, will it be high?!

Long term relations (the good relations with the American company)

Selling another show "Strams" to the counterpart.

Merchandising issues to sell the cartoon characters T-Shirts

The program attraction for both children and adult.

High need from the counterparts to attract morning customers by right show.

PART 2: ANALYSIS OF INTERESTS, OBJECTIVES AND CURRENCIES (both sides)

Please fill in the IOC MATRIX as thoroughly as you can. Be sure to look beyond what is written in your documents. (2 points per box = 12 points total)

Your Interests Your Objectives THEIR Currencies (assumed)

Sell the show.

Increase Company's revenue.

Fast Payment (No financial cost or receive money as soon as possible).

Minimum Number of runs by the television.

Reach long-term agreement.

Price 70 000 USD per episode.

5 runs/ of the show.

Maximum 3 year down payment.

Agree to sign 5 year contract and sell another show "strams" to the counterpart.

Financial resources.

Ability to promote Japanese product on the market.

Increase our revenue.

Selling channel (large partner in US)

Their Interests (assumed) Their Objectives (assumed) YOUR Currencies (assumed)

Need to overrun the main competitor WWIN.

Need highly rated show.

WCHI needs to improve the position on Saturday mornings.

Company needs successful buying precedent in order to restrictions been abandoned.

Buy the good show for the young generation.

Pay as small as possible - If they know our limit then offer price is 35 000 USD.

Pay for the show for next 5 years.

Ensure that the show will bring rating 5 and up Show with very good rating.

Future co-operation.

Provider of the high quality cartoons.

PART 3: ITEMS TO BE NEGOTIATED

a. Complete the table below for each item you plan to negotiate. (3 points)

ITEM OPENING TARGET LIMIT RELATIVE

IMPORTANCE

Price

80 000 70 000 35 000 Very High

Payment schedule 2 year 3 year 4 year High

Number of Runs 3 Runs 5 Runs 6 Runs Moderate

a. Explain how you determined your OPENING, TARGET and LIMIT for each item. (3 points)

We determined our opening by knowing that they